Have you ever watched the Jeff Foxworthy comedy sketch “You Might Be a Redneck If”? It’s a funny bit with little blurbs that may signal you are a redneck. He’s made a lot of money off that series of jokes, and I believe there is an analog with sales enablement. I promise not to come…
DetailsAccording to most respected economists, the health of a nation’s economy can be directly correlated to their income inequality distribution curve. This blog post is not a politically charged piece, rather it intends to draw an analogy between the importance of the economic middle class and the sales middle class. The International Monetary Fund conducted…
DetailsNo one ever said that you had to be an Einstein to run sales, but his thoughts do apply: “Insanity is doing the same thing over and over again¨ but expecting different results” Yet many sales leaders seem to accept living with the insanity of sales ineffectiveness, or sales enablement programs that lack focus. These sales leaders…
DetailsHere is a staggering statistic for you, according to Bloomberg, 80% of entrepreneurs fail in the first 18 months (http://www.forbes.com/sites/ericwagner/2013/09/12/five-reasons-8-out-of-10-businesses-fail/) of launching their business. Having said that, True Sales Results is delighted to celebrate our 8th year in business with unprecedented growth! What do we attribute this to? We’ve been incredibly fortunate to work with…
DetailsPeople are hard wired to tell and listen to stories. Human beings have been telling stories for thousands of years, just ask a caveman. Good story tellers are engaging and dynamic. Great story tellers draw an emotional, visceral response. Every successful sales process starts with a compelling story told to the prospect or customer. It…
DetailsWhat impact does your first line of sales management have on overall revenue and sales performance? Based on 25 years of high tech enterprise sales experience, I submit that ensuring that your sales coaches can effectively coach is equally if not more important to your bottom line than ensuring that your sales reps can effectively…
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